The Effects of Personality Traits and Motivations on performance of Salespeople The Mediating Effects of Organizational Commitment and Compensation
Journal Title: International Journal of Trend in Scientific Research and Development - Year 2021, Vol 5, Issue 4
Abstract
This study tested the relationship between the factors of intrinsic, extrinsic, extraversion, agreeableness personality traits, and salesperson’s performance and explored the moderating variables of organizational commitment and compensation. Questionnaires were distributed to 200 salespeople in various retail organizations and companies selling fashion products of Ho Chi Minh City in Vietnam and 196 valid copies were received. The SPSS and HLM were employed to analyze the data and to test the research hypotheses. The results showed that a positive significant effect of extrinsic, extraversion and agreeableness personality traits on salespeople’s performance and there is no relationship between salespeople’s intrinsic motivation and their performance. Additionally, the findings also verified the moderator factor as compensation on the relationship of intrinsic motivation and agreeableness on salesperson’s performance. Finally, some accommodating advantages for retail organizations as well as sales managers in making hiring and training decisions are provided in this research. Dong-Jenn Yang | Pham Thi Phuong Dung "The Effects of Personality Traits and Motivations on performance of Salespeople - The Mediating Effects of Organizational Commitment and Compensation" Published in International Journal of Trend in Scientific Research and Development (ijtsrd), ISSN: 2456-6470, Volume-5 | Issue-4 , June 2021, URL: https://www.ijtsrd.compapers/ijtsrd43702.pdf Paper URL: https://www.ijtsrd.commanagement/marketing/43702/the-effects-of-personality-traits-and-motivations-on-performance-of-salespeople--the-mediating-effects-of-organizational-commitment-and-compensation/dongjenn-yang
Authors and Affiliations
Dong-Jenn Yang | Pham Thi Phuong Dung
Keywords
Related Articles
- EP ID EP695937
- DOI -
- Views 93
- Downloads 0
Brain Tumor Detection using Neural Network
Brain Tumor is basically the unusual growth of some new cells found in the brain. This can happen in any area of the brain. Tumor are categorized by finding the origin of the cell which has tumor and if the cells are can...
An Analysis of the Personal and Property Security Obligations and Corresponding Responsibilities of E Commerce Platform Operators
As a new law, the Electronic Commerce Law has attracted the attention of the public since its inception. The legislative process concerning the second paragraph of Article 38 of this law has triggered heated discussions....
Deep Learning Techniques, Applications and Challenges: An Assessment
Deep learning is an emerging research area in machine learning and pattern recognition field. Deep learning refers to machine learning techniques that use supervised or unsupervised strategies to automatically learn hier...
A Review on 'œCFD Analysis of Heat Transfer Enhancement of Shell and Tube Heat Exchanger Creating Triangular Fins on The Tube'
For evaluation of shell and tube Heat exchanger, thermal performance and pressure drop are dependent on the path of fluid flow and different orientations respectively. Increasing the complexity of fluid flow enhances hea...
Whether Section 377 of IPC Voilates the Fundamental Rights
This paper make much of the result of the case Naz Foundation in which it discriminalises homosexuality, but the main question is that the continuing problematic legal labelling of it as an activity that contravenes the...